August 24, 2010

Networking produces leads, contacts, and C-Level relationships better than anything.So use your resources.You know people that know people who can get you to where you want to be.However you have to stop and think about this for a minute because you’re not used to using these contacts.Once you start to think about who you know, you’ll be amazed at how many resources you have.

Common Situations - Cold Calling or Trying to Get to Hard-to-See Executives

Most people suffer the rejection and futility of cold calling admins because they hate to ask people they know for help.What happens is they get nowhere slowly. Even worse, the constant rejection causes them to totally avoid prospecting for new opportunities and clients. As a result sales slump which makes salespeople feel worse.They become desperate and make more cold calls and the downward rejection cycle continues.

August 13, 2010

Determining the final decision maker and other high level influencers is one of the most challenging tasks for a sales person. Sales people usually assume their primary contact or the next level of command beyond will make the decision. Sometimes there’s a a committee and it’s believed they make the decision. But who assigned the committee and who gets the committee’s recommendation.

Many people influence B2B sales (especially those over $10,000). These people are up an out from the direct purchasing path. However, their inputs are heard by the ultimate decision maker. If the sales person hasn’t talked with these influencers and the leader, he will be at a severe disadvantage and lack any control.So here are some tips.

Prepare Yourself

1.Top people are the profit center leader and those that report directly to him. Look at an org chart, and ask people who’s really in control of what happens.

2. Spread like a virus. Keep asking you contact for introductions to others at the same level and above.

3.Ask yourself, “Will the person I feel is the final authority discuss this project with anyone above him before he gives his approval to buy?”

4.Who are the other people this leader meets with regularly - his sphere of influence. Have you met these people, yet?

5.Be careful of who signs.Lawyers and purchasing managers sign, but get their directions from others. Realize also that budgets are not authorizations for spending.

6. Don’t ever believe someone is only a rubber stamp. That stamp wants assurances before he stamps.

7.Don’t underestimate what affects the top– and not just financially.

8. Will your sale or this contract be discussed at a staff meeting? As a rule, anything over $10,000 will be.

9.Ask others who approved similar purchases of equal magnitude and impact.

Take This To The Street

Select an existing account. Who are your contacts?Who’s up and out? If you don’t know or haven’t met with these people mark them as big red flags. It’s your alert to dig deeper. If you don’t know who’s calling the shots, you’re in jeopardy.